For years, the world of recruiting was as much a numbers
game as anything else. The more contacts
you made to keep your funnel full of potential clients and placements, the more
likely you were to succeed. Times have changed.
With increased competition on both sides of full-scale
recruiting, it is no longer about the volume, but more about building
high-value relationships. Sales
Training Sydney
On the sales or client procurement side, you cannot afford
to be stuck in a transactional relationship.
It is too easy for someone else to come along that is desperate enough
for the business to undercut the price.
If your client relationships are strictly transactional, you can quickly
lose business to the lowest bidder. At
best, it may put you in a situation where you must cut prices to maintain
business.
Developing meaningful and high-value partnerships means
getting to know your clients and their business in a way that provides value
beyond placement. Here are some proven
ways recruiters, consultants, executives, and managers have created more value.
Leadership
Training Sydney
Prioritise Value Over Price
Start building the relationship from the beginning by
focusing on how your company adds value to customers and solves their problems. Instead of positioning your services as a
bargain, emphasise the value of a successful relationship from the beginning.
What can you bring to the table that others cannot? In sales, we call this the USP (Unique Sales
Proposition). Highlight what is unique
about what you do and how you go about it.
Translate that into the benefits your clients will get from partnering
with you. Executive
Coaching Sydney
Everyone loves a bargain, but if the solution doesn’t work,
it doesn’t matter how cheap it is. Price
is always part of the negotiation, but rarely the determining factor in
purchase decisions.
Know Your Customers (And Yourself)
The better you know the client’s business and can understand
their business needs, the better you can take care of them. Taking the time to learn about their industry
and unique situation can help meet their needs.
Once you’ve proven you can deliver, price becomes less of a determining
factor in repeat business.
It’s also important to know what you can accomplish. You are in the business of building long-term
relationships, so it’s better to say no if you can’t deliver something than
take the business and fail. Know your
limitations and don’t overpromise.
Personalise Things
Even in business, you are still dealing with people. Building a relationship on mutual interests
can help create a bond. Take a moment to
write a hand-written thank you note, celebrate a birthday or personal
achievement. Say congratulations on a
business milestone.
There’s another truism. Everyone wants to look smart. Give your clients the tools they need to
demonstrate they made a good decision to work with you. It can be a powerful opportunity to help them
look good in their role and justify a continuing business interest.
Website: https://www.elevatecorporatetraining.com.au/
Website: https://www.elevatecorporatetraining.com.au/
